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CarePoint Global Business Plan
4.3.1 Competition and Buying Patterns
Business decision makers and finance managers understand the concept and value of
service and support, and are much more likely to pay for it when the offering is clearly
stated.
There is no doubt that we compete more against the box pushers than against other
service providers. We need to effectively com pete against the idea that businesses should
buy Training and Consultation as plug-in appliances that don't need ongoing service,
support, and training.
Our research and experience has indicated that our target market segments think about
price, but would buy based on quality service if the offering were properly presented.
They think about price because that is what is traditionally presented to them first. We
have very good indications that many would rather pay 10-20% more for a relationship
with a long-term vendor providing back-up and quality service and support. They end up in
the box-pusher channels because they are not aware of the alternatives.
Availability is also very important. The business decision makers tend to want immediate,
local solutions to problems.
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